Jeetu Mahtani, Sales Leader @Hubspot: How and When to Go International and Crush It | E1207

Jeetu Mahtani was an early member of the HubSpot team. Under his leadership and the sales organization, the business grew its non-US revenue from $3M ARR to close to $1B ARR. After running the International business as the global MD and Sales leader, he then moved to lead the customer success org which expanded to managing 1,500 people in customer success. ----------------------------------------------- Timestamps: (00:00) Intro (00:54) The Journey to Becoming One of HubSpot's First (03:21) How to Go International for Startups (13:03) Scaling Sales from $3M to $1BN in ARR (20:10) Is an SEO-Heavy Approach Still Relevant in Today's Landscape? (22:02) When & How to Implement Partner Programs for Startups (28:14) Reflections on Expansion: Missed Opportunities & Improvements (34:31) Early Sales: Marquee Logos or High-Velocity Customers? (37:04) Key Lessons for Designing Sales Compensation Plans (38:02) Integrating CS into Upsell & Retention Incentives (44:20) Right Timing To Invest in CS (45:48) Responding to Delayed Deals & Missed Quarterly Goals (53:04) Quick-Fire Round ----------------------------------------------- In Today’s Episode with Jeetu Mahtani We Discuss: 1. How to Go International for Startups: What are Jeetu’s biggest lessons from Hubspot on what startups can do to make their international expansion a success? What were the biggest mistakes Hubspot made in their international expansion? How should every team in each new location be structured? What should the ramp time and onboarding process look like or each new team and expansion? 2. Scaling Sales from $3M to $1BN in ARR: What did Hubspot do so well to successfully scale to $1BN in international ARR? What were the biggest mistakes Jeetu made in the expansion of Hubspot’s sales teams? What are the first things to break in sales teams? How do you handle them? Why does Jeetu hate discounting? Why does Jeetu not like customer references? 3. Scaling Customer Success to 1,500 CS Reps: When should founders make their first customer success hires? What are the biggest mistakes people make in the scaling of CS teams? Why should customer success be incentivised in the same comp plans that sales teams have? How do the best CS teams work with sales and product teams most effectively? 4. Hiring the Best and Ramping Them: What does Jeetu’s hiring process look like for all new sales reps? What are the must ask questions for Jeetu in all candidate interviews? How fast do you know when you have made a mistake with a new hire? What is the secret to effective onboarding? What are the biggest mistakes people make in onboarding? ----------------------------------------------- Subscribe on Spotify: https://open.spotify.com/show/3j2KMcZTtgTNBKwtZBMHvl?si=85bc9196860e4466 Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-twenty-minute-vc-20vc-venture-capital-startup/id958230465 Follow Harry Stebbings on Twitter: https://twitter.com/HarryStebbings Follow Jeetu Mahtani on Twitter: https://twitter.com/jmahtani Follow 20VC on Instagram: https://www.instagram.com/20vchq Follow 20VC on TikTok: https://www.tiktok.com/@20vc_tok Visit our Website: https://www.20vc.com Subscribe to our Newsletter: https://www.thetwentyminutevc.com/contact ----------------------------------------------- #20vc #harrystebbings #jeetumahtani #hubspot #sales #advisor #venturecapital #hiring #discounting #customersuccess #startups